Presentation to UNB Business class on how to develop & sell into export markets.

1. Selling into international markets
UNB Fredericton| October 23, 2012

2. A BIT ABOUT ME…
• B2B STARTUP FOUNDER
• STARTUP MENTOR
• UNB GRADUATE

3. How best to sell into international
markets?
http://www.flickr.com/photos/gianpierre_soto/5505817770/sizes/l/in/photostream/

4. Income & Population Density (2011)
International Markets
DESIGN: DAVID WHITMORE; GRAPHICS: JOHN GRIMWADE GRAPHICS; RESEARCH: KAITLIN M. YARNALL; TEXT: JANE VESSELS; EDITORIAL RESEARCH: MAUREEN J. FLYNN, JULIE A.
IBINSON, DAVID A. LANDE; PRODUCTION: LAWSON PARKER; GRAPHICS SOURCES: POPULATION REFERENCE BUREAU, UNITED NATIONS, WORLD BANK; CONSULTANTS: CARL HAUB
(POPULATION REFERENCE BUREAU), HANS ROSLING (GAPMINDER); MAP DATA: OAK RIDGE NATIONAL LABORATORY LANDSCAN 2009 (POPULATION DENSITY)

5. $2.7-billion $6.0-billion
1991 Revenues 2011 Revenues

6. Conseros Software
100% Export Revenues
Operations in 3 countries

7. International Markets
Are the cornerstone of growth | Risk Mitigation

8. Not “if”, but “when & how”
Most strategic question for any organization & its founder.

9. When
Is the right time to grow beyond domestic borders?

10. Timing is Everything
• Start in the market where you have understanding & influence
• Least expensive method of validation (customer, product, model)
• Focus on execution: work out all issues before scaling

11. Before taking that first step
• Get customer references & case studies
• Ensure a repeatable sales model
• Prove the business model

12. Having these in place provides
leverage to launch internationally.

13. Knowing when to hit the gas pedal is key.
Scaling too quickly can spell disaster.
http://www.flickr.com/photos/lanier67/4047779644/sizes/l/in/photostream/

14. Ready to launch
What is the best strategy for growing beyond domestic borders?

15. Direct to Market Indirect via Channels
Company sells its products and Company employs a third party, a
services „directly‟ to its client or reseller or distributor to sell their
customer base without an outside products on to their customers
party involved

16. Direct to Market
• Offers the highest degree of control & focus to the company
• Best for complex products & services or where relationships are key to sales
• Comes at a cost: fixed & variable

17. Direct to Market
• Don‟t underestimate local and regional customs
• Business regulations, including employment and taxation
• Corporate structure complexities

18. Indirect via Channels
• In-market expertise & relationships
• Immediate scale
• Comes at higher variable cost, but little to no fixed

19. Indirect via Channels
Be selective & ensure mutual value add
http://cdn.api.warnerbros.com/WB_Portal_3.0/imageRequest?rendition=SmallThumbnail&contentId=087194

20. Charting the Right Course
For international expansion

21. Strategic Decision
Market Share | Revenues | Future Acquisition
http://www.flickr.com/photos/uckhet/268319752/

22. The Answer is Both
Direct & Indirect Model
http://www.flickr.com/photos/kellbailey/1805414461/

23. Early Adopters
Best acquired through a Direct Model
http://www.flickr.com/photos/aressa/3299022830/sizes/l/

24. How best to sell into international
markets?
http://www.flickr.com/photos/gianpierre_soto/5505817770/sizes/l/in/photostream/

25. Contact Me:
E-Mail: jthompson@about.me
Twitter: @thomjeff
Some of the photographs in this presentation were retrieved from Flickr and made available under a Creative
Commons license. Please refer to each photograph for a link to the image source.